|
Paul's Pro Tips:
How To Get More Yeses
In sales and business, we have to try everything until we find what works for us, and depending on our personalities and our ability to persuade, this "yes, yes, yes" tactic can work wonders. I maintain that open-ended questions are still the most effective in our verbal arsenal (ones that ask "which," "how," "what," "if," etc.). But sometimes, getting a bunch of "yes" responses to strategically crafted closed-ended questions is powerful stuff. These are "yes/no" questions. Legendary sales trainer Brian Tracy* says that when people answer "yes" to a series of questions, they are more likely to say "yes" to our ultimate proposition. The trick is to make sure that the questions we ask will indeed elicit a "yes" response and nothing that requires a commitment by the prospect. For instance, if it's nice out, ask the consumer, "Isn't this a beautiful day?" They answer, "Yes." If our home team just won a big game, ask, "Isn't it great that xxxxx won??" Again, they answer, "yes." Then, when it comes to asking someone to commit, they are on a 'yes-roll,' and the likelihood of getting them to make a purchase goes up exponentially (factoring in that you still ask "which," not "if," during your close). We should have very upbeat, positive, and light-hearted conversations with our prospects when appropriate. It's important not to overdo this, as we only have a small window of time to educate the consumer, and too much fluff may annoy them. Formulate our questions in advance so that we're not getting "no's" about anything. This highly effective tactic will go a long way to increasing cooperation and compliance in all areas of our lives, not just when we're selling.
Paul Edgewater
Paul is the Co-Founder of Busy Bee Promotions, has over 50 years of sales experience, and is available for speaking and training events.
Contact us today about having Paul work with your team!
Paul@BusyBeePromotions.com
| 
